Imagining the industry’s future

by dpollak on 05/01/2013 · 0 comments

The road to 2033

How might carmaking look 20 years from now?

(The following is a reprint from The Economist, 4/30/2013)

economist reprint 300x168 Imagining the industry’s futureTHE PAST TWO decades have been an exciting time for the motor industry, but not always in a good way. The battle to achieve scale to survive in a global market produced victims as well as winners, and some of the resulting deals were better than others. Toyota’s absorption of Honda in 2027 went surprisingly well, though it cost a Japanese minister his job. VW’s merger with Tata Motors came as something of a surprise, but with hindsight it made sense: it allowed the combined company to claim the crown as the world’s biggest carmaker and take the lead in the booming South Asian market. Fiat-Chrysler’s alliance with Japan’s Suzuki and its Indian partner, Maruti, has proved rather unwieldy and is still not working smoothly. Hyundai-Kia has worked hard at pushing up its share of the market, having mopped up some casualties among Chinese carmakers.

China now has its very own car giant, Zhongguo Tongyong Qiche (China General Motors), the majority-owned affiliate of America’s GM that emerged from the messy break-up of joint ventures between Chinese and foreign carmakers in the early 2020s. China General Motors and China People’s Car (the country’s second car company, better known as China Volkswagen) have pleased the government by launching Chinese-branded and –styled cars that are enjoying rising sales across Asia.

In the euro zone years of painful restructuring are at last paying off, with GM’s Peugeot-Opel division enjoying a revival. But excess carmaking capacity almost everywhere means that nobody is making much money. Further consolidation looks likely, and not just among car companies. The recent takeover of Ford by IBM follows naturally from the carmaker’s argument that it should be seen primarily as a software and systems-integration firm. But IBM’s plan to sell Ford’s manufacturing operations to Magna, a big components-maker, has fallen through.

By the late 2010s battery technology had got so much better that some carmakers lost interest in internal-combustion engines, but they had to think again. The opening up of the vast shale- gas fields across Asia made gas a much more attractive proposition. Since gas is much cleaner to burn than petrol or diesel, many carmakers were able to meet the 2020 targets for carbon-dioxide emissions with relative ease by offering natural-gas hybrids. And breakthroughs in the early 2020s in making methane gas and liquid fuels from bacteria and algae made the even stricter CO2 targets for 2025 much more attainable.

Some carmakers are still doggedly working away at hydrogen fuel cells, but these are competitive only in countries where the government has mandated the provision of hydrogen filling stations. Similarly, fully electric cars are predominant only in countries that can produce electricity cheaply, such as nuclear-powered France.

The self-driving car took a temporary knock when the mysterious hacking incident of 2023 (which was never resolved) caused a spate of crashes of cars running on autopilot, leading to a flurry of liability suits. Even so, city governments in China pressed ahead with their ban on manual driving on busy arterial roads to cut congestion and accidents. Now the practice is spreading to Western cities. The mayor of Toronto, Justin Bieber, recently pushed through a radical plan to ban all private cars in the city centre and replace all cabs with driverless taxis. Similar moves in California have prompted the creation of the Steering Wheel Club, which defends Americans’ right to drive. It is led by a former lobbyist for the National Rifle Association.

Licence not to kill

Cars are now considered perfectly safe when piloting themselves in any situation. Even so, lawmakers in most countries have been slow to repeal the laws on driving tests and licences, and in most places the rules still call for at least one sober “driver” sitting in a front seat. But driving tests have been simplified now that there is no longer a need for manual manoeuvring into parking bays. The Silver Riders, a pressure group formed by octogenarian baby-boomers, is campaigning to scrap driving licences altogether so that elderly Americans can get around in their self-driving motors no matter what physical shape they are in. The campaign has now become generation-spanning, attracting support from many teenagers who want to skip driving lessons.

Ubiquitous on-board systems for monitoring speed limits and other traffic restrictions on every stretch of road have yielded some unexpected savings: highways authorities no longer have to maintain superfluous traffic signs. Britain’s Royal Automobile Club recently launched a nostalgia-fuelled drive to exhibit a representative collection of them in a new museum alongside Birmingham’s Spaghetti Junction.

 

From the print edition: Special report

 

{ 0 comments }

 

Some dealers might think Bill Simmons, GM of Haley Toyota Certified, Richmond, Va., is getting ahead of himself with his used vehicles.

toyota car 300x200 Velocity Dealer Bill Simmons Shares Process To Eliminate Investment “Down Time”The reason: Simmons doesn’t wait until cars arrive at his dealership from the auction to get them online. Most Friday nights, he’s working past 11 to cull photos and create descriptions for vehicles he acquired that day via Manheim online auctions and post them to his dealership website.

“When I first started doing this, I logged in on Monday to see if this was worth the effort,” Simmons says. “I was blown away by how many times those vehicles showed up in searches and how many VDPs I got over the weekend before the cars ever got here. That told me, ‘OK, it’s a little extra effort but it’s worth doing because I’m getting eyeballs on my inventory and getting them there quickly.’”

Simmons shares his process for getting vehicles merchandised and posted online quickly in a Driving Sales Innovation Guide article. It’s an informative read and one that would benefit any dealer frustrated by the four to five days of investment “down time” that elapses as vehicles and their paperwork move from the auction to the dealership.

I asked Simmons about any pitfalls in his process.

On a rare occasion, a customer may land on a vehicle that failed the auction’s post-sale inspection and wasn’t shipped to the dealership. “It happens so infrequently that I don’t mind if it happens,” he says. “Yes, I have to give the customer the bad news. But at least they contacted me and hopefully we can sell them another car. That’s really the only pitfall.”

I also asked if customers complained when they learned that the vehicle they found online wasn’t yet available at the dealership. “We tell them they’ll be contacted first when the vehicle arrives and they have the right of first refusal,” Simmons says. “Quite frankly, I find most customers are cool with that.”

Perhaps the most impressive part of Simmons’ process is the way it’s helped him sell more used vehicles in less time. Previously, the dealership sold 60 percent of its 80-car inventory in less than 30 days. Now, the store consistently retails 80 percent of its inventory in the 30-day timeframe.

“I’ve got good processes in place and we’re turning our inventory,” Simmons says. “I’m now talking to my Performance Manager about how to take things up to the next level.”

I have no doubt Bill and his team will get there.

 

{ 0 comments }

I found myself connecting the dots while reading two articles in this week’s Automotive News.

dale cell phone 154x300 A New Paradigm For Satisfaction: Mobile Tools, Price Empowered Sales TeamsThe first article highlighted Nielson/Cars.com stats that show 83 percent of new-car shoppers have smartphones and, of the group, 43 percent actively use them at dealerships as they check out inventory.

The piece also noted how dealers embrace this trend, putting QR codes on window stickers and deploying mobile-friendly websites. It suggests these dealers are better able to satisfy and sell customers than those who haven’t yet embraced on-the-lot mobile technologies.

A second article highlighted a study from Maritz Research, which found that customer satisfaction drops off significantly when salespeople need to “ask my manager” as they discuss vehicle transaction prices with customers.

The study says that 89 percent of respondents are “very satisfied” when they deal with a single salesperson with authority to close a deal—a high mark of satisfaction that drops off significantly (by as much as 42 percent) when other individuals are involved in closing a deal.

The article quotes a Maritz executive saying what a growing number of transparency-focused velocity dealers may deem obvious: “Dealership salespeople should be aware of gross profits on vehicles and be able to see how much room they have to make a deal work for a customer without having to get a manager or second person involved.”

To me, the take-aways from both articles are clear: Dealers will need to combine mobile technologies and price-empowered sales teams to sell vehicles in a manner that satisfies customers and delivers the profit potential inherent in every car.

 

{ 0 comments }

3 Best Practices To Manage Used Vehicles As Investments

04.15.2013

  I’ve long advocated that dealers manage their used vehicles as investments—that their No. 1 goal should be to maximize their return on investment (ROI) within the shortest amount of time and the least amount of risk. This investment-driven retailing strategy is harder for some dealers to accept (and in some cases, acknowledge) than others. [...]

0 comments Read more from Dale →

How Velocity Influences A Dealership’s Bottom Line

04.12.2013

As I discuss in my latest book, Velocity Overdrive: The Road to Reinvention, the successful adoption of the Velocity Method of Management™ in a dealership requires a champion. This individual, who is often a dealer principal or a key manager, serves as the steward of the people and processes that execute the Velocity strategy. But [...]

4 comments Read more from Dale →

3 Questions To Soften The Spring-Fed Impulse To Acquire Inventory

03.20.2013

Every spring, dealers get flush with confidence and excitement as sales and profitability pick up in their used vehicle departments. This year is no different and it seems dealers are especially buoyant. Here’s a quick sampling of comments from recent e-mails and phone calls: “I think we’ve cracked the nut, Dale. We’ve finally figured out [...]

5 comments Read more from Dale →

Service Department Reinvention: From “Back End” To Beacon Status

03.12.2013

  In my day as a dealer, I held the same view of my service department as many dealers do today: It was the “back end” of the business. I understood, of course, that my service and parts operation was critical to the overall profitability of the dealership—especially in months when my advisors and techs [...]

0 comments Read more from Dale →

A Dealer Sees How History Can Blind Current Market Conditions

03.05.2013

  “Dale, I’m starting to see my average days in inventory creep up. I had a strong January and decent February, so I’m a little surprised. What are you hearing from other dealers that might be causing this problem?” I asked the Chevrolet dealer in Michigan who posed this question to be more specific about [...]

0 comments Read more from Dale →

3 Reasons For Caution In Used Vehicles As Spring Approaches

02.21.2013

Last week I mentioned dealers who expressed less optimism than their peers about a strong used vehicle market this coming spring. These dealers were saying things like: “I’m taking every used vehicle deal I can. I’m not holding out for gross because I believe the supply will be there to replace it. I’m trying to [...]

0 comments Read more from Dale →

NADA 2013 Orlando Wrap-Up: 4 Convention Take-Aways

02.12.2013

I had mixed feelings as the curtain closed on the 2013 National Automobile Dealers Association (NADA) convention Monday afternoon in Orlando. Like many dealers, I felt a mixture of exhilaration and exhaustion as the time came to focus on the return trip home. Here are four top take-aways from convention conversations, meetings and workshops: Softer [...]

0 comments Read more from Dale →